Fundamental Selling Skills

Fundamental Selling Skills. 1.

Fundamental Selling Skills. Skill: Connecting Skill: Encouraging Skill: Questioning Skill: Confirming Function To establish a personal bond with the customer Function To keep the customer participating in the sales call Function To get in-depth information about the customer’s situation, needs, and problems Function To make the progress of the sales call explicit Skill: Providing Function To give information to the customer that creates a clear, positive image of you, your organization, and its products and services.

Open. Closed. High Gain. Rhetorical. Questioning Skills.

Yes or No Answers. Keep Control. Keep customer ‘on-track’.

CANNOT be answered with “Yes” or “No”. Uncover richer information.

CANNOT be answered with “Yes” or “No”. Uncover richer information.

High-Gain Questions ask customer to think…. Evaluate or analyze Speculate Express feelings.

Criteria for High-Gain Questions. Brief and clear Open-ended Phrased to require a thoughtful answer Relevant to the customer’s situation and position.

High-Gain Questions Activity. PLEASE PAUSE THE PRESENTATION. circle three Open-Ended questions from the previous activity, and rewrite them to construct High-Gain Questions. Check your questions against the CRITERIA of a High-Gain Question. Types of High-Gain questions: Evaluate or analyze Speculate Express feeling.

Key Points. The Fundamental Selling Skills, used effectively, differentiate high performers from moderate performers. All of these skills are used throughout the sales process. Encouraging and confirming are the two parts of listening. High-gain questions produce high-quality information..

Objections. “Too Expensive/Cannot afford it”. “We are OK with our current system(s)”.

Possible Objections Activity. Pause the Presentation Spend the next 10 minutes listing as many objections each customer type may have for your group..

Key Points. Objections can occur at any time during the sales process. Objections indicate customer involvement and actually can help direct the sales process. When responding to objections, the most effective method—and the first step of the process—is encouraging..